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ability activities actual adjustments ance annual appraisal form assigned average basis branch manager call report company’s sales comparisons competition consider customers deﬁnite discussed district manager Division dollar effect employee established evaluation Exhibit expected expense budgets factors Falk Corporation ﬁeld sales ﬁnal ﬁnd ﬁrst ﬁve formance goals Hammermill Paper home office improvement individual industry inﬂuence judgment Litton Industries man’s Manufacturer measuring salesmen’s performance men’s ment merit-rating plan method monthly over-all sales panies past performance performance appraisal personal observation personnel potential problems procedure product line proﬁt Progress Inventory progress report progress review promotion rater rating forms reﬂect regional manager Sales Analysis sales engineer sales executives sales force sales forecast sales manager sales performance sales quotas sales volume sales-expense ratios salesmen Satisfactory selling speciﬁc territorial sales Testor Corporation text continued tion weak